Last time, we talked about going off script during a sales call. Today, let's take that idea one step further. If you want to stray from your typical sales script but also remain focused and on track, then you've got to stay cool, calm, and collected. Easier said than done? You bet. In a perfect world, you would schedule a 90-minute massage to relax before a tough sales call. But that's not realistic for most people, so what can you do instead? Whether you’re someone who is generally confident and welcomes a challenge, or if you're someone who tends to get nervous and shy away from any type of confrontation, we've rounded up three techniques for clearing your head and thinking quickly on your feet, so you can be ready to handle any sales situation thrown your way.

Did you know that around 92% of all customer interactions take place over the phone? This means being able to communicate effectively over the phone is a skill worth perfecting. You need to be able to seamlessly handle objections, address concerns, and answer questions. Whether you're in a sales or customer success role, there are four things to consider when speaking with prospects and customers over the phone: Slow Motion Agree Know Can I Ask?

When I first started working in sales, my manager handed out a script and told everyone on the team to film a video of themselves delivering the presentation. I found this to be a very useful exercise, and was surprised that some of my coworkers didn’t feel the same. I realized later that some of them had simply memorized the script and then filmed themselves reciting it. This is so much harder to do. It’s also a complete waste of time. Going off script can allow you to connect with the client. According to Hubspot, “buyers are less concerned with the qualifying topics salespeople are usually most interested in” so you need to meet them halfway and figure out a way to redirect the conversation while listening closely to their words and tone. In other words, drive the conversation while making the client feel like they’re in the driver’s seat. So how do you go off script?

Every deal has an owner. It’s either the buyer or the seller, one or the other, but not both. While both parties help to shape the final product, only one can truly own it. If the seller doesn’t own the deal, then the buyer does by default. And aggressive buyers will attempt to take control of the deal from the very beginning. Guess what? Whoever owns the deal tends to get the more desirable outcome. “Win/win” is widely promoted as the best outcome of a given deal. A seller can still own a deal and provide a “win” for the buyer at the same time. There’s nothing wrong with one party or the other having the upper hand in a deal as long as you are that party. “Playing for a tie” doesn’t work in sports and it doesn’t work in sales either. And you better be prepared to take the lead whether in person or not, as 92% of all customer interactions happen over the phone. Consider the following 4 tips to take control of your sales:

Winning isn’t everything. It’s the only thing. Winners never quit, and quitters never win. If you’re not first, you’re last. In about 0.48 seconds Google found me “about” 86,800,000 results for “quotes about winning”. Odds are most of you didn’t need the help of Google to recall these familiar quotes, most of them are deeply ingrained in our ambitious psyches. The concept of winning is so heavily discussed because we compete for nearly everything in our lives; whether it be against our competitors, co-workers, or even ourselves.